Worksheets, Forms

and Case Studies

Toolkit Guide 3
v3-1219
WORKSHEET #1 – IDEATION PITCH EXERCISE

Developing a Business Opportunity BUSINESS

OPPORTUNITY

DETERMINE IF YOUR IDEA IS AN OPPORTUNITY

le m o r N e e d Skills
/ R e s o u r ce s
Pr o b
What problems or What are you
needs do you see in good at?
your life or in your What do you
community? love to do?
Business
Idea

Successful businesses solve a problem or fill a need

AND

Successful business owners do what they love and what they are good at doing.

Is your business idea at the intersection of your skills and customers’ needs?

Young Entrepreneur P I TC H C H A LLE N G E ©2019 Young Entrepreneur Institute at University School

WORKSHEET #2 – EXPLORE VALUE PROPOSITION

Putting it Together BUSINESS

OPPORTUNITY

COMPLETE THIS TABLE TO CREATE CONTENT FOR THE BODY OF YOUR PITCH

Your Product or Service

Customer Team (You)

Who is the target customer? What special assets or qualities do you possess
Who is most likely to buy or will be first to buy? that make this a good business for you?

Problem Solution
What is the customer’s problem? How do you uniquely solve the problem?
Why do they buy? What is different and better about your solution
compared to other customer choices? Why buy
from you?

Young Entrepreneur P I TC H C H A LLE N G E ©2019 Young Entrepreneur Institute at University School

WORKSHEET #3 – MESSAGE MAP PITCH EXERCISE

Telling Your Story in 15 to 30 Seconds PITCH CONTENT,

STRUCTURE

Your name

Your business name

1
Create a Hook:
What are you selling? Keep it short but informative; 10 to 15 words should be enough.
Perhaps it includes the problem your business solves.

Hook – A Compelling Introduction

2
How is your business different and better? These are your Unique Competitive Advantages.

Advantage #1 Advantage #2 Advantage #3

3
Details
For a longer pitch, add details about each advantage – be specific.

• • •
• • •
• • •
4
Call to Action
How can your customer connect with you? If you don’t actually have a business, you can pretend, like
“yummybrownies.com” or “The Yummy Shop on Main Street.”

Young Entrepreneur P I TC H C H A LLE N G E ©2019 Young Entrepreneur Institute at University School

WORKSHEET #4 – PITCH ANALYSIS

Elevator Pitch Essentials PITCH

PRACTICE
30 to 90 seconds long
Verbal business card
Goal – Make them more curious and then stop

Two “PIPES” to a great pitch:

Projection, Inflection, Pace, Eye Contact, Stance

Projection Speak clearly, articulate, and speak loud enough.

Inflection Vary the tone and emphasize key words.
Pace Talk at a normal speed for you, not too slow, not too fast.
Eye Contact Look at the audience or individual but don’t be creepy.
Stance Stand straight, use hand gestures.

People, Information, Practice, Enthusiasm, Style

People Know your audience.

Information Make sure your content is clear and concise.
Practice Be prepared; practice is critical to a successful pitch.
Enthusiasm If you are not excited, the audience will not be either.
Smile occasionally; it is a universal indicator that draws
people in, projects positivity, and is encouraging in
building a relationship with the customer.
Style Be yourself. Be sincere. Be engaging and personable.

Young Entrepreneur P I TC H C H A LLE N G E ©2019 Young Entrepreneur Institute at University School

 Case Studies

12 Young Entrepreneur P I TC H C H A LLE N G E

 CASE STUDY
WORKSHEET #1 – IDEATION PITCH EXERCISE
1
Developing a Business Opportunity BUSINESS
OPPORTUNITY

DETERMINE IF YOUR IDEA IS AN OPPORTUNITY

le m or N e e d Skills
Pr o b
What problems or What are you
needs do you see in good at?
your life or in your What do you
community? love to do?
Business
Idea

Need custom Art

special make ice cream creative
›

birthday cakes for Parties decorating

cake cakes

Successful businesses solve a problem or fill a need

AND

successful business owners do what they love and what they are good at doing.

Is your business idea at the intersection of your skills and customers’ needs?

Young Entrepreneur P I TC H C H A LLE N G E 13

 CASE STUDY
WORKSHEET #2 – EXPLORE VALUE PROPOSITION
1
Putting it Together BUSINESS
OPPORTUNITY

COMPLETE THIS TABLE TO CREATE CONTENT FOR THE BODY OF YOUR PITCH

Your Product or Service

ake's Custom Ice Cream Cakes

Customer Team (You)
Who is the target customer? What special assets or qualities do you possess
Who is most likely to buy or will be first to buy? that make this a good business for you?

Kids who like • worked in icestocre

re
am
ice cream
cake • making+decorating
ca ke s
parents/adults who • like ice cream–
want a special • good at art
treat for party.
• c re at ive
Problem Solution
What is the customer’s problem? How do you uniquely solve the problem?
Why do they buy? What is different and better about your solution
compared to other customer choices? Why buy
from you?
need dessert for party Custom
want custom cake looks good
want f resh, homemade delivered
convenient d elive r y fresh , homemade

14 Young Entrepreneur P I TC H C H A LLE N G E

WORKSHEET #3 – MESSAGE MAP PITCH EXERCISE CASE STUDY

1
Telling Your Story in 15 to 30 Seconds PITCH CONTENT,
STRUCTURE

Your name

Your business name

ake's Custom Ice Cream Cakes
1
Create a Hook:
What are you selling? Keep it short but informative; 10 to 15 words should be enough.
Perhaps it includes the problem your business solves.

Hook – A Compelling Introduction

my art will dazzle you with your one-of-a-kind

creation.
2
How is your business different and better? These are your Unique Competitive Advantages.

Advantage #1 Advantage #2 Advantage #3

Custom Art Gourmet Convenient

3
Details
For a longer pitch, add details about each advantage – be specific.
th
• Child's favorite
eme •
finest ingredients • Delivery
• unique • tastes great • one less thing
• looks great • • to worry
about
4
Call to Action
How can your customer connect with you? If you don’t actually have a business, you can pretend, like
“yummybrownies.com” or “The Yummy Shop on Main Street.”

check out my work at jakesicecreamcakes.com

Young Entrepreneur P I TC H C H A LLE N G E 15

 CASE STUDY

1
Sample Pitch PITCH
PRACTICE

Jake’s Custom Ice Cream Cakes

I have a thriving business that combines my passion for painting and

ice cream! Kids’ birthday parties are extra special occasions. And not
just for the kids! It’s a great chance for the parents to get together
and socialize as well.

I make your birthday celebration sparkle with one of my gourmet,

custom-designed ice cream cakes. My art will dazzle your friends with
your one-of-a-kind creation. And I use only the finest ingredients,
so your ice cream cake not only looks great, but tastes great as well.
Best of all, I deliver the cake on the day of the celebration. It’s one less
thing that you need to worry about.

Check out photos of my delicious work at artisticicecreamcakes.com

16 Young Entrepreneur P I TC H C H A LLE N G E

WORKSHEET #1 – IDEATION PITCH EXERCISE CASE STUDY

2
Developing a Business Opportunity BUSINESS
OPPORTUNITY

DETERMINE IF YOUR IDEA IS AN OPPORTUNITY

le m or N e e d / R e s o u r ce s
Pr o b Skills
What problems or What are you
needs do you see in good at?
your life or in your What do you
community? love to do?
Business
Safe place to play Idea

Good role models Play basketball

Make friends with Neighborhood Outgoing
same Interests Basketball Good student
Place to go Tutoring Club
af ter school
Help with
homework

Successful businesses solve a problem or fill a need

AND

successful business owners do what they love and what they are good at doing.

Is your business idea at the intersection of your skills and customers’ needs?

Young Entrepreneur P I TC H C H A LLE N G E 17

 CASE STUDY
WORKSHEET #2 – EXPLORE VALUE PROPOSITION
2
Putting it Together BUSINESS
OPPORTUNITY

COMPLETE THIS TABLE TO CREATE CONTENT FOR THE BODY OF YOUR PITCH

Your Product or Service

Neighborhood Basketball Club

Customer Team (You)
Who is the target customer? What special assets or qualities do you possess
Who is most likely to buy or will be first to buy? that make this a good business for you?

Consumer: kids in • good student

middle school academically
Customer: Parents • friends also good
and community students
• Play basketball
Problem Solution
What is the customer’s problem? How do you uniquely solve the problem?
Why do they buy? What is different and better about your solution
compared to other customer choices? Why buy
from you?
Safe place to go Use school gym
after school
Peer-to-peer tutoring
Help with homework High school kids
Something fun to do coach, tutor
with friends. Free SNACKS!

18 Young Entrepreneur P I TC H C H A LLE N G E

WORKSHEET #3 – MESSAGE MAP PITCH EXERCISE CASE STUDY

2
Telling Your Story in 15 to 30 Seconds PITCH CONTENT,
STRUCTURE

Your name
DaVonte
Your business name
D’s Books and Balls
1
Create a Hook:
What are you selling? Keep it short but informative; 10 to 15 words should be enough.
Perhaps it includes the problem your business solves.

Hook – A Compelling Introduction

D’s is a fun place to finish your homework!

2
How is your business different and better? These are your Unique Competitive Advantages.

Advantage #1 Advantage #2 Advantage #3

Safe place Help with Learn
to have fun homework basketball skills
3
Details
For a longer pitch, add details about each advantage – be specific.

• Convenient-right • Tutor available by •B-ball with your

Have fun playing
• at school • peers & teachers •friends
• Fun to be with • Get it done before •Great exercise!
your friends you get4 home
Adult Supervision Free snacks! Experienced
Call to Action coaches
How can your customer connect with you? If you don’t actually have a business, you can pretend, like
“yummybrownies.com” or “The Yummy Shop on Main Street.”

Drop by the gym today to join the fun

Young Entrepreneur P I TC H C H A LLE N G E 19

 CASE STUDY

2
Sample Pitch PITCH
PRACTICE

D’s Books and Balls

Looking for a fun, safe place to meet up with friends after school?
Want some help with homework and a chance to improve
your basketball skills?

Come to D’s Books and Balls for all this and more. Play ball with
teens, get coaching to improve your skills, and get homework help.
Our big gym can accommodate up to four games at a time
plus a tutoring center and a table set up with free snacks.

Stop in today and be a part of the fun!

20 Young Entrepreneur P I TC H C H A LLE N G E

WORKSHEET #1 – IDEATION PITCH EXERCISE CASE STUDY

3
Developing a Business Opportunity BUSINESS
OPPORTUNITY

DETERMINE IF YOUR IDEA IS AN OPPORTUNITY

le m or N e e d / R e s o u r ce s
Pr o b Skills
What problems or What are you
needs do you see in good at?
your life or in your What do you
community? love to do?
Business
Idea
Kids are hungry
af ter school - Selling
Af ter School - Organized
No time or Snack Cart - Summer job
no ride to at Dollar Store
a store - Have $$ for
inventory

Successful businesses solve a problem or fill a need

AND

successful business owners do what they love and what they are good at doing.

Is your business idea at the intersection of your skills and customers’ needs?

Young Entrepreneur P I TC H C H A LLE N G E 21

 CASE STUDY
WORKSHEET #2 – EXPLORE VALUE PROPOSITION
3
Putting it Together BUSINESS
OPPORTUNITY

COMPLETE THIS TABLE TO CREATE CONTENT FOR THE BODY OF YOUR PITCH

Your Product or Service

Sam’s Af ter School Snack Cart

Customer Team (You)
Who is the target customer? What special assets or qualities do you possess
Who is most likely to buy or will be first to buy? that make this a good business for you?

Consumer: kids at • Available af ter

my school school
Customer: Parents • able to buy snacks
who give kids $ in bulk
• Locker for
storage
Problem Solution
What is the customer’s problem? How do you uniquely solve the problem?
Why do they buy? What is different and better about your solution
compared to other customer choices? Why buy
from you?
Kids are hungry after
school Convenient-on site
No ability or time Variety of drinks
to go to a store and snacks
Pre-order?

22 Young Entrepreneur P I TC H C H A LLE N G E

WORKSHEET #3 – MESSAGE MAP PITCH EXERCISE CASE STUDY

3
Telling Your Story in 15 to 30 Seconds PITCH CONTENT,
STRUCTURE

Your name
Sam
Your business name
Satisfying Sam’s Snack Cart
1
Create a Hook:
What are you selling? Keep it short but informative; 10 to 15 words should be enough.
Perhaps it includes the problem your business solves.

Hook – A Compelling Introduction

Sam will satisfy your hunger!

2
How is your business different and better? These are your Unique Competitive Advantages.

Advantage #1 Advantage #2 Advantage #3

Convenient Pre-order
Variety your favorites
3
Details
For a longer pitch, add details about each advantage – be specific.

• On site • Pick what you like- • Have it waiting

• Open after school • so many choices! • for you
• Can get before or • Nut-free options • Get it quickly
after your program 4 Make sure we
Call to Action have it
How can your customer connect with you? If you don’t actually have a business, you can pretend, like
“yummybrownies.com” or “The Yummy Shop on Main Street.”

Find us in the main hallway from 2:30 to 4:30

every day!
Young Entrepreneur P I TC H C H A LLE N G E 23
 CASE STUDY

3
Sample Pitch PITCH
PRACTICE

Satisfying Sam’s Snack Cart

Are you hungry after school? Do you participate in sports,

drama or other after school activities? Haven’t eaten since lunch?
Could you use a snack to give you energy to continue your
day and perform well after school?

Come to Satisfying Sam’s Snack Cart, conveniently located in the

main hallway every day and satisfy your hunger!

We are open from 2:30 to 4:30 so you can get a snack before,
during or even after your program. We have lots of choices
of drinks and snacks, are well-stocked and you can even order
the snack or drink of your choice ahead of time so you will
be sure we have it.

24 Young Entrepreneur P I TC H C H A LLE N G E

Pitching
Activities

These simple activities give kids a chance to practice

pitching, so it becomes more comfortable. Ideally,
they should have a chance to practice each time they
gather during the preparation for the Pitch Challenge.
For groups of more than ten kids, divide into
groups of four or five. Kids will each pitch in their
smaller group, after which one kid from each
group will be selected to present their pitch at the
front of the class. In the first activity the “finalist”
can be the kid who is chosen as best presenter by
the group, but in subsequent activities other kids
should be chosen until all have had a chance to
experience the “finals.”

Keep a record of who is in each group and which

kids have been finalists. If you choose to rate the
finals, prizes can be a piece of candy, a coin or
dollar, or a behavior award.

Young Entrepreneur P I TC H C H A LLE N G E 25

 PITCH
PRACTICE
PITCHING ACTIVITY 1: Scripted Pitches
Kids are provided a pre-written pitch to read and perform. They then compete for best
presentation of the pitch. Below is one example, or you can write your own. For larger groups
of kids, it’s good to have varied content to keep it interesting but the content should be similar
enough in length and complexity that each kid is getting a similar level of challenge.

Sample 1
I’m here to tell you about Brain Power Shakes.
Brain Power Shakes are awesome because they are made with fresh, all organic
ingredients and handmade with care.
The reason they are called Brain Power Shakes is because the vitamins and protein give
you the power to learn.
Brain Power Shakes are good for you and the strawberry-banana-coconut is dairy-free!
Brain Power Shakes are delicious! They are a bargain at only $3 for a 16-ounce cup. Here
are some of the yummy flavors: strawberry-banana-coconut, berry peach cream, and
coconut ice.
Visit our table at the Farmer’s Market on Saturday. Happy shakes!

PITCHING ACTIVITY 2: Pitching Improv

In this exercise, kids are developing and performing pitches with minimal preparation time.
Write each of several topics on index cards. Kids draw a card and give a short pitch on the topic
shown. Topics should be selected based on what is age appropriate for the kids. Examples
include: your school; your favorite sport or hobby; a charitable cause you can think of; your
favorite type of pet; your favorite restaurant; your favorite food; your favorite game. The topics
could also be chosen to align with a theme of study from the class or program.

PITCHING ACTIVITY 3: Favorite Cookie

List several types of cookies, for example Oreos, standard bakery cookies and fancy bakery
cookies. Talk about why someone would buy one over another and how much people would pay
for each.

Next have kids each come up with a favorite cookie, either one that already exists or an idea for a
new one. Give kids two minutes to devise unique competitive advantages of their favorite cookie.
Actual cookies could be prizes.

26 Young Entrepreneur P I TC H C H A LLE N G E

 PITCH
PRACTICE
PITCHING ACTIVITY 4: Pen Exercise
Optional: start by showing the “Milkshake” video from the Toolkit resource folder.
This introduces the marketing concept of a customer “hiring” a product or
service to perform a certain “job,” as in “what job are you hiring that milkshake
to do for you?”

Now hold up these pictures of pens (or use actual pens) and answer the
following questions for each one.
• What job does each pen do uniquely well?
• What specific features demonstrate this?
• Why is it different and better than other pens similar to it?
• Who is the target market for this product? Who cares about these differences?

Next, instruct kids to come up with another type of pen (existing or imaginary.)
For example, a pen with a built in LED for writing in the dark. Have each kid
describe in 15 to 30 seconds why their pen is different and better and who would
care about these differences, using the guidelines in the instructions
to accommodate larger groups of kids.

Young Entrepreneur P I TC H C H A LLE N G E 27

Pen Exercise

28 Young Entrepreneur P I TC H C H A LLE N G E

Notes
Young Entrepreneur Institute at University School 2785 SOM Center Road Hunting Valley, OH 44022 216-831-2200 [email protected]